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Manager, National Sales - Registered Funds

NorthStar Financial Services Group, LLC • Hauppauge, NY

Posted 9 days ago

Job Snapshot

Full-Time
Banking - Financial Services
Sales, Business Development
6

Applicants

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Job Description

PURPOSE:
The Manager, National Sales - Registered Funds is responsible for representing Gemini Fund Services, LLC (“GFS”), a wholly owned subsidiary of NorthStar Financial Services Group, LLC (“NorthStar”), in its sales efforts to promote its services to Registered Investment Advisors. This position works to increase sales within region by developing, qualifying and maintaining new and existing relationships through various territory management activities, as well as provides assistance in placing assets under management with Gemini. This position is responsible for the development and performance of team members, the processes used by them, and holds the team members accountable for their work.
         
ESSENTIAL FUNCTIONS:
BUSINESS DEVELOPMENT
• Develops new business within an assigned territory by calling prospective start ups, mutual fund and hedge fund companies; provides sales and marketing information, and follow up information as requested
• Develops and maintains relationships with partner firms and contacts, keeping them up-to-date on offerings by GFS, as well as new prospects and opportunities that both firms may benefit
• Offers information, ideas, and other materials required to move prospects through sales funnel
• Works and maintains sales funnel based on company sales processes; reports funnel status on a weekly basis
• Creates and maintains proactive relationships with critical contacts within the territory through call campaigns and other various forms of communication
• Handles incoming phone calls and requests for information (sales and marketing materials) in a professional and timely manner
• Gets involved with prospects and wholesalers on problem resolution
• Maintains open communication with the Senior Wholesaler, which may include, but not limited to, a daily review of potential new prospects and an end of day "market-wrap" to share information on calls for literature and any other topics that impacts territory
• Represents GFS and its products to advisors knowledgeably and effectively enabling advisors to clearly identify benefits of GFS products relative to its competitors; cross-sells products, e.g. advisor studios, as applicable 30%
SALES ACTIVITIES
• Reports which business lines are selling and develops action plans to address issues to increase sales
• Provides effective proposals and pro forma that specifically address clients’ needs
• Collaborates with sales management in development, implementation and execution of territory sales plans resulting in increase in sales of both core and qualified plan assets, as well as retention of those same assets to achieve sales goals
• Strategizes with and provides advice to representatives in designing ideal business plan resulting in retention and growth of current AUM; maintains and nurtures existing relationships
• Develops new prospects and capitalizes on referrals in order to increase sales in territory; uses channels efficiently to build relationships
• Contacts representatives following on-site visits to provide additional information, obtain feedback and utilize needs- based selling techniques to inquire about additional product needs
• Ensures receipt of excellent customer service with focus representatives , including expectations are being met and managed
SALES ADMINISTRATION
• Maintains territorial sales database and keeps Senior Wholesalers abreast of potential prospects and critical contact relationships
• Participates in weekly sales funnel meetings to review the past week and outline initiatives for coming week
• Follow ups on wholesaler schedule and meetings
• Maintains and updates a file on competitive products and firms
• Reviews and analyzes both activity and sales for the week, month, quarter, and year versus projections
• Ensures discretionary expenses and travel stay within budget
• Monitors, completes and analyzes daily/weekly/quarterly sales goals and activity reports to ensure accuracy and to inform sales management of activities within territory in a timely manner
• Meets agreed upon sales activity goals
• Attends ongoing training to maintain current knowledge of all markets and industry developments
• Maintains and updates contact database including prospect information and activity in sales automation tools; maintains reports of existing competitor's products
CLIENT EVENTS
• Attends and participates in development and sponsorship of conferences, roadshows; uses various strategies to maximize attendance at conferences and roadshows
PERSONNEL MANGEMENT
• Manages employees within department including but not limited to hiring, training and developing employees, delegating work assignments, writing and conducting performance appraisals, salary recommendations, coaching and counseling, and administering corrective actions
• Conducts one-on-one meetings with employees on a regular basis
• Establishes team and individual goals for department
MARKETING
• Partners with Marketing in development of campaigns, newsletters, quarterly market reviews and sharing of ideas
• Supports territorial marketing campaigns by organizing and implementing telephone calls and mailings
May perform other duties as required and assigned.


WORKING RELATIONSHIPS & CONTACTS
• Daily contact with internal sales team to develop outbound sales calls campaigns, build and manage relationships and effectively leverage time within territory
• Regular contact with sales management regarding communication of daily activities and market conditions
• Regular contact with Key Accounts sales team regarding collaboration on maximization of territory sales and retention efforts


KNOWLEDGE/SKILLS/ABILITIES:
• Excellent knowledge of financial services offerings and company policies and procedures, including advanced knowledge of  Registered Investment Advisory/Wealth Management Practice management initiatives
• Demonstrated ability to interact, listen, influence and partner in a professional and engaging manner with high-level decision-makers
• Ability to effectively influence actions and opinions of others
• Ability to speak effectively before groups of customers or employees
• Ability to adapt and implement changes as market and business conditions evolve
• Ability to consistently meet agreed upon performance goals
• Ability to multi-task while maintaining careful attention to detail
• Ability to work effectively both individually and within a team environment
• Ability to work with a sense of urgency to meet deadlines and address competing priorities 
• Ability to recognize cross-selling opportunities for sister firms and critical contacts
• Proficient skills with Microsoft Office software including Word, Excel, PowerPoint and Outlook 
• Effective written, listening and verbal communication skills 
• Excellent organizational skills, superior time management strategies and the ability to work with minimal supervision from a remote office
• Strong sales skills required: negotiation and persuasion, up-selling, closing, follow-up, relationship building and networking in order to persuade others of the value of a product/solution


Travel is required 20% of the time, which will likely include overnight trips to secondary markets within the region and conferences. 

Job Requirements

EDUCATION:*
• Minimum of a Bachelor's degree in Business Administration or related field required
• Series 6 or 7 license preferred


EXPERIENCE:*
• Minimum of 2-4 years of experience in a field-based territory sales position selling financial services offerings to Registered Investment Advisors required
• Minimum of 2 years of experience building and maintaining a customer account base required
• Minimum of 1-3 years of management/leadership experience preferred
*Equivalent education and experience will be considered

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